Telstra

Head of Market and Commercial Strategy - Telstra Enterprise

Telstra is ANZ’s leading telecommunications provider serving consumer, SMB and enterprise segments with $22bn in revenue and 27,000 employees.

Accountable for enabling Telstra’s enterprise and mid-market business to identify, understand and proactively act on opportunities to improve the value customers realise from working with us, plus the viability of our product and service offerings. 

My remit includes influencing and convening change across product, marketing, sales, operations, commercial and strategy to support Telstra’s growth ambition. Additionally, this role is accountable for Telstra’s Industry Analyst Relations function including relationships with advisory firms like Gartner, IDC and others.

Head of Market and Competitive Intelligence plus Industry Analyst Relations - Telstra Enterprise

- Pulled together re-prioritisation of 115 Go-to-Market initiatives and re-allocation of 44 people across 10 offer marketing teams after a 20% headcount reduction, resulting in cancellation of 27 low value initiatives and team capability matched to demand.
- Devised, instituted and managed a revitalised Go to Market governance cadence transparently integrating 100 plus initiatives across the five major product domains leading to increased ownership of outcomes with over 80% of initiative owners regularly updating progress against weekly published delivery and benefit targets.

Strategy and Planning Prinicpal (GM) - Telstra Enterprise Offer Marketing & Go To Market

Part of small central leadership team accountable for driving recurring net reduction of over $700m from Telstra’s fixed cost base.
- Devised and executed cross-company effort to define a portfolio of initiatives to deliver FY19 fixed cost reduction targets for nine business units with 30,000+ employees and a $6bn fixed cost base resulting in FY19 initiative portfolio forecasting EBITDA benefits worth 110% of target with further 50% coverage of indicative FY20 target identified.
- Oversaw approach to deploy eight-figure productivity capital budget across nine business units prioritising speed and size of overall cash return with investment choices leading to net cash payback in 12 months.
- Renegotiated contract with Tier 1 consultant to support nine-figure cost reduction programme including revamped risk sharing model enabling Telstra to practically claw back fees for initiatives with actual results less than forecast.

General Manager Transformation - Productivity

- Executed detailed review of product development accountability encompassing KPIs for 40+ executives in five functional units exposing overlaps and gaps across the value chain, and led stand up of programme to implement recommendations approved by CEO leadership team.

Senior Strategy Principal - Business Improvement

Accenture

Accenture is a leading Fortune Global 500 professional services firm providing services in strategy, consulting, digital, technology and operations.
- Executed an evaluation of investment opportunities for a leading Telco to commercialise its B2B billing capability resulting in endorsement and execution of recommendations to enter the telecom expense management and mobility managed services markets.
- Audited 12 months of a leading consumer bank's customer survey data qualifying key points of failure in the buyer experience, subsequently leveraging insights to overhaul the end-to-end lending customer journey design and secure executive endorsement to proceed to implementation.
- Initiated review and re-forecast of leading Telco contact centre, retail and online customer acquisition and retention performance exposing nine-figure revenue shortfall across primary consumer portfolios if interventions were not made.
- Conducted and resolved a comprehensive assessment of the difference in Advertiser ROI between leading B2C / B2B online directory and Google Ads that exposed a x15 gap in cost per prospect enquiry
- Empowered strategy analysts and consultants from across the globe to improve their financial modelling skills and effectiveness with participant feedback leading to a recurring faculty role at Accenture’s week long quarterly Strategy College training programme.

Senior Manager - Strategy

Sharp Shot Golf

Sharp Shot Golf was a social network gaming system for golf ranges. Utilising military grade radar to track the flight of a golf ball from the tee, Sharp Shot Golf enabled golfers to play a selection of exiting recreational and competitive games in less time than playing nine holes at your local course.

Players could compete individually or in teams against other tees at the same range or between multiple golf ranges over the internet.

Co Founder

Franchise Developments

Franchise Developments was a boutique consulting firm focused on developing and implementing growth strategies for SMBs and corporates. Franchise Developments was acquired by PWC in 2008.
- Executed review of Australia's leading lottery operator's franchisee support model identifying root cause drivers of low engagement and high franchisee turnover followed by focus groups to formulate a franchisee endorsed path to stability and improved satisfaction.

Management Consultant - Franchise Strategy

Resources Innovation and Development Company

Supported the lead partner to help startup businesses define and commercialise opportunities. Focussed on financial modelling of capital intensive manufacturing opportunities, drafting business plans and intellectual property research.

Resources Innovation and Development Company was a boutique strategy consultancy specialising in large scale capital projects.

Industries: Mining, Agriculture, Power Generation

Business Analyst

Force Industries P/L

Force Industries is an Australian designer and manufacturer of action sports hard goods and soft goods. As Product Manager I worked with the founders to deliver product and range planning and development, including design of snowboards, snow skis and skateboards, production scheduling, sourcing of manufacturers and of course product testing.

Product Manager

John Hart Pty Ltd

Worked with Australian manufacturers across industry to install and support computer aided design and manufacturing systems, including training of customer design engineers.

Supported John Hart machine tool engineers to integrate customer machine tools into their corporate IT networks while delivering remote and on-site support of their corporate networks and IT infrastructure.

Application Engineer

My Objective: To remove the pain enterprises feel when their current way of doing things stops delivering the value customers, employees, boards and shareholders had grown to love, and now have to deal with the dissatisfaction of underperformance. 

The pain originates from the combination of changing markets, technologies, cost structures and regulation, plus evolving competition that customers see as better at articulating and solving their problems.

The pain is amplified by internal challenges to ‘joining the dots together’ needed for a timely recovery via eliminating the root causes, not just treating recurring symptoms.

Executive with proven ability to enable, drive and lead teams to improve performance across product, marketing, commercial, revenue operations and whole of company transformation.

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